商务英语函电chapter 2

Chapter2EstablishingBusinessRelationsBusinessknowledgeTheStudyofLettersCase1Case2Case3Case4Case5ExercisesBusinessKnowledge(1)Banks(2)ChambersofCommercebothathomeandabroad(国内外商会)(3)TradeDirectory（贸易名录）(4)ChineseCommercialCounselor‘sOfficeinforeigncountries(中国驻国外商务参赞处)ChannelsforObtainingInformationAboutaNewFirmChannelsforObtainingInformationAboutaNewFirm(5)Advertisementsinnewspaperorperiodicals(6)Theintroductionfromhisbusinessconnections/Recommendationbyothers,suchashissubsidiaries(子公司)orbranches,agentsabroad(7)ThemarketsurveyChannelsforObtainingInformationAboutaNewFirm(8)Visitabroadbytradedelegationsandgroups(9)Attendanceattheexportcommoditiesfairs(10)InternetTheChineseExportCommoditiesFairTheChineseExportCommoditiesFairTheChineseExportCommoditiesFairlettersaimingatestablishingbusinessrelationsThesourceofinformation(howyoulearnedofthiscompany);Briefintroductiontoyourowncompany(linesofyourbusiness,little“advertising”onyourproductsorservice);lettersaimingatestablishingbusinessrelations3.Theintentionofwritingtheletter.4.Expressingtheexpectationofcooperationandearlyreply（表达与对方合作和早日收到回复的愿望）.Case1宁波兴隆公司于1990年成立，主要从事电动玩具的生产与出口，想与澳大利亚悉尼约翰·史密斯公司建立业务关系，随函寄宣传册一本。从事电动玩具的生产与出口建立业务关系随函寄宣传册一本KeypointsUsefulExpressionselectronictoysprospectivebuyerfallwithinourbusinesslinebusinessrelations5.businessscope6.concludebusiness7.uponreceiptof电动玩具预期的（可能的）买主属于我们的经营范围业务关系经营范围达成交易收到UsefulExpressions8.goodsavailable9.brochure10.makeaquotation11.submitaquotation12.state-ownedcorporation13.privatecompany可供商品小册子报价提交报价国有企业私营企业UsefulSentences1.Thisarticlesfallwithinourbusinessline.2.Weareenclosingoursalescontractintwocopies.3.Enclosedpleasefindtwocopiesofoursalescontract.4.Enclosedaretwocopiesofourprice-lists.5.Pleasequoteusyourlowestprice.6.OurcompanyisaprospectivebuyerofChineseelectronictoys.NingboXinglongCo.,Ltd.120XingningRoad,Ningbo315000,ChinaJuly28,2005Messrs.JohnSmith&Co.180EdwardsStreetSydney1000,AustraliaDearSirs,YourcompanyhasbeenrecommendedtousbyMessrs.Willington&Co.,Sydney,Australia,asaprospectivebuyerofChineseelectronictoys.Asthisitemfallswithinthebusinessscopeofourcompany,wearepleasedtoenterintobusinessrelationswithyouatanearlydate.LetterOneLetterOneTogiveyouageneralideaofvariouskindsofelectronictoysnowavailableforexport,weencloseabrochure.Quotationswillfollowuponreceiptofyourspecificenquiry.Welookforwardtohearingfromyousoon.Yoursfaithfully,WangXiaoqiangNotestoLetterOneYourcompanyhasbeenrecommendedtousbyMessrs.Willington&Co.Ltd.,asaprospectivebuyerofChineseelectronictoys.威灵顿有限公司已将贵公司作为中国电动玩具的预期买主介绍给我们。1）hasbeenrecommendedtous是被动语态结构，意为“被介绍给我们”。2）“由某处得知某人的姓名和地址”的英文表述方式如下：Nextpagelearn/know/obtain/noteone’snameandaddressfromoweone’snameandaddresstothroughthecourtesyofontherecommendationofberecommended/introduced/giventosb.byNotestoLetterOne2.TheuseofMessrs(a)courtesytitle(b)usedonlyinthecaseofafirmnamedafteroneormorepersonsNotestoLetterOneNextpageItisnotusedinanyofthefollowingcases:Whenanindividualisaddressed(写给个人的信)(b)Whenthetitleisimpersonal(非人称行号)(c)Whenacourtesytitleisalreadyincluded（礼节尊称已经包括在公司行号名称之中）(d)Whenthetitlebeginswiththe(以冠词the开头的行名）NotestoLetterOne3.andCompany（公司名称中的）其他关系人；公司股东e.g.:RobinsonandCompany罗宾逊公司4.fall(lie/tobe)withinthebusinessscopeof/fallwithinthebusinesslineof/fallwithinthescopeofone’sbusinessactivities/comeunderthebusinessscopeof..属于…的经营范围NotestoLetterOne5.enterintobusinessrelationswith/establish/build/setupbusinessrelations与…建立业务关系enterinto:startupon,begintotakepartinNotestoLetterOne6.giveyouageneralidea概要向你介绍一下makeyouabriefof…,toacquaintyouwithdetailedinformation,fulldetails详细情况7.availableforexport:readyforexport可供出口的available:obtainableNotestoLetterOne8.enclose附上toenclose(orundercover)随函附上toencloseunderseparatecover另函附上9.quotation报价make/send/give~~sheet报价单NotestoLetterOne10.on[upon]receiptof一….收到,接收Uponreceiptofyourinstructions,wewillsendthegoods.一收到你方装运指示后,我们即发货。beinreceiptof已收到...11.specificenquiry具体询盘NotestoLetterOneTowhichofthefollowingtitleswouldyouaddMessrs?J.B.Peterson&Co.TheAsianTradingCo.,Ltd.UniversalMachineCompanyIndustrialSuppliersCo.,Ltd.TheExportManagerWalker&PeltzLtd.Exercise上海飞跃进出口公司多年来从事塑料玩具的进口。得知澳大利亚悉尼大卫·米勒公司主要从事该产品的出口。他们希望建立正常的贸易关系，飞跃公司希望出口方能提供产品目录和报价。从事塑料玩具的进口建立贸易关系提供产品目录和报价Case2Keypoints1.plastictoys2.obtainyournameandaddress3.inthehopeof4.inhopesof5.hopingthat6.inline7.lookforwardto塑料玩具获知贵公司的名称和地址希望希望希望与（现行价格）一致期盼UsefulExpressions1.Theyareleadingexportersofplastictoys.2.Wearewritingtoyouinthehopeofexportingplastictoystoyou.3.Wearesendingoutsamplesinhopesofgainingcomments.UsefulSentences4.Wearewritingtointroduceourselves,hopingtoopenupbusinessrelationswithyourfirm.5.Wearelookingforwardtoyourearlyvisit.6.Wewishtoobtainfirst-handinformationaboutyourmarket.UsefulSentencesShanghaiFeiyueExport&ImportCo.,Ltd.280NanjingRoad,Shanghai200001,ChinaOctober18,2005Messrs.DavidMiller&Sons36KentStreetSydney1000AustraliaDearSirs,HavingobtainedyournameandaddressfromMessrs.Anderson&Co.,Australia,wearewritingtoyouinthehopeofestablishingbusinessrelationsbetweenus.LetterTwoLetterTwoWehavebeenanimporterofplastictoysformanyyears.Atpresent,weareinterestedinvariouskindsofAustralianplastictoys,andwewouldappreciateyourcataloguesandquotations.Wetrustthatimportantbusinesscanbematerializedifyourpricesareinline.Wearelookingforwardtoreceivingyourearlyreply.Yoursfaithfully,ZhangJunqiangappreciate:感激(Wethankyouforyourletter,forthesamples,yourhelp,yourcooperation,etc.)(1)+nounWehighlyappreciateyourkindcooperation.NotestoLetterTwoNextpage(2)+it,ifclauseWeshallappreciateitifyouwouldsendusabrochureandtwosamplebooksbyairimmediately.Itwouldbeappreciated,ifyouwouldsendusabrochureandtwosamplebooksbyairimmediately.NotestoLetterTwoNextpage(3)appreciateone’sdoingsth.Weshallappreciateyoursendingus…NotestoLetterTwo2.Wetrustthatimportantbusinesscanbematerializedifyourpricesareinline.如果贵公司的价格合适，我们相信能做成大生意。“与……一致，与……相符”的英语表达方式如下：beinlinewithbeinagreementwithNotestoLetterTwoNextpagebeinconformitywithbeincompliancewithbeinaccordancewithconformtosth.“大生意”翻译时用important，还可以用substantial。NotestoLetterTwoBackFillintheblanks:Weyoubyairmailacompletelisttextileswe.2.Electricgoodswithinourscopeofbusiness.receiptofyourenquiry,weshallairmailyouimmediatelyoursheet.Wearelookingtoyourreply.Weareofthelargestexportersofelectricgoodsinthis.Send/aresendingfallspecificexportactivitiesUponquotationforwardearlyonearea/region/city/lineofExercise宁波东方进出口公司很愿意与美国洛杉矶詹姆斯·史密斯公司就益智玩具出口建立业务关系。出口方愿意寄上目录一本和小册子一套。益智玩具出口建立业务关系寄上目录一本和小册子一套Case3Keypoints1.intelligencetoys2.withreferenceto3.foryourreference4.inthelineof5.incompliancewith6.furnishsb.withsth.益智玩具关于供你参考在……行业按照提供UsefulExpressions7.anenquiryforsth.8.sendanenquirysheet9.enquirefor10.enquireofsb.aboutsth.11.forwardpackage12.forwardsamples询价寄出询价单询问就某事向某人询问寄出包裹寄出样品UsefulExpressions1.Thegoodsyouenquireforareoutofthestocknow.2.Thebuyerenquiredoftheselleraboutthequalityofthisnewproduct.3.Wehavebeeninthelineoftoysformorethanthirtyyears.UsefulSentences4.Referencematerialswillbefurnishedunderseparatecover.5.Severalcopiesofoursalesliteraturehavebeenforwardedtoyoutoday.6.Incompliancewithyourwishes,wearesendingyousomesamplesofsofttoys.UsefulSentencesNingboOrientalExport&ImportCo.,Ltd.218BaizhangRoad,Ningbo315000,ChinaNovember8,2005Messrs.JamesSmith&Co.23GranvilleCourtLosAngeles905001U.S.A.DearSir,WithreferencetoyourletterofOctober18,2005,weareverygladtolearnthatyouwishtoenterintotraderelationswithourcompanyinthelineofintelligencetoys.LetterThreeLetterThreeIncompliancewithyourrequest,wearesendingyoubyairacataloguetogetherwitharangeofpamphletsforyourreference.Pleaseletushaveyourspecificenquiry,ifanyoftheitemslistedinthecataloguemeetsyourinterest,andourquotationwillbeforwardedwithoutanydelay.LetterThreeInthemeantime,youarerequestedtofurnishuswiththenameofyourbankpriortotheconclusionofthefirsttransactionbetweenus.Yoursfaithfully,ManagerWithreferenceto:about关于withoutreferenceto:irrespectiveof,havingnoconnectionwithSeeP262.enterintotraderelations:establishbusinessrelationsenterinto:startupon,begintotakepartinNotestoLetterThreeBack3.line:business(行业)Wehavebeeninthechemicallineforovertenyears.我们经营化工产品已有十年历史。4.incompliancewith:inaccordancewith根据AsperyourrequestasrequestedbyyouatyourrequestNotestoLetterThreeBack5.arangeof:seriesof一套/一些（表示系列产品）6.pamphlet:小册子booklet/brochure7.foryourreference(FYR):foryourinformation(FYI)8.item:指目录中或前面提到的商品NotestoLetterThree9.forward:sendaletterafterapersontoanewaddress转递10.furnishsb.withsth.:provideorsupplysb.withsth.furnishsth.tosb.11.priorto:before12.concludeatransaction：做成一笔生意NotestoLetterThree宁波兴达玩具进口公司很愿意与日本东京诺达有限公司就毛绒玩具进口建立业务关系。进口方希望出口方寄上一些样品和一份价目单。毛绒玩具进口建立业务关系寄上一些样品和一份价目单Case4Keypoints1.stafftoys2.establishafirm3.establishbusinessrelations4.establishment毛绒玩具建立公司建立业务关系建立,公司UsefulExpressions5.astrongdemandfor6.jointefforts7.togetherwith对……需求量大共同努力连同，和UsefulExpressions1.Thatestablishmentwasfounded50yearsago.2.Iwillappreciateitifyoupaypromptattentiontoit.3.Itwillbeverymuchappreciatedifyouwillagreetoshowussomeofyourproducts.UsefulSentences4.Therehasbeenalargedemandforstafftoysrecently.5.YourletterofMarch6,togetherwitheachcopyofcatalogueandpricelist,hasbeenreceived.6.Theimporterdrewasampleofthetoybear.UsefulSentencesNingboXingdaToyImportCo.,Ltd.288JiangbeiRoad,Ningbo320001,ChinaDecember9,2005PaulTunkisExecutiveVice-presidentMessrs.Noda&Co.,Ltd.Ginza,Tokyo197-0804JapanDearMr.Tunkis,WearetheimporterofJapanesestafftoysinNingbo.NowthereisastrongdemandherefordifferentkindsofstaffLetterFourLetterFourtoys,andthereforewewritetoyouinthehopeofestablishingmutuallybeneficialbusinessrelationswithyou.Itwillbegreatlyappreciatedifyoucouldsendussamplesofstafftoysavailabletogetherwithaprice-list,givingdetailsofpacking,grossandnetweight,etc.Thus,wecanhaveabetterunderstandingofyourproducts.LetterFourWeareanticipatingyourearlyreplyandtrustthat,throughjointefforts,weareabletodobusinesstogetherinthenearfuture.Yoursfaithfully,ChengBingastrongdemandfor:对……需求量大strongdemand大量的需求其它表示“大量的需求”的表达方式有：tobeinheavydemandfor…/tobeinbriskdemandfor…/tobeinlargedemandfor…/tobeingreatdemandfor…不同的需求表达方式：稳定的需求steadydemand增长的需求growingdemand潜在的需求latentdemand过多的需求overfulldemandNotestoLetterFour2.…andthereforewewritetoyouinthehopeofestablishingmutuallybeneficialbusinessrelationswithyou.…所以我们来信希望与贵公司建立互利的贸易关系。互利：mutualbenefit平等互利：equalityandmutualbenefitNotestoLetterFour3.pricelist价格单quotationsheet报价单4.grossweight毛重netweight净重tareweight皮重NotestoLetterFour5.anticipatev.期望，期待e.g.Weanticipatehearingfromyouagain.我们期待再收到贵公司的来信。Weanticipateyourfavorablereplytothismatter.我们期待贵公司对此事的有利答复。NotestoLetterFourWearegiventounderstandthat你公司有意在平等互利的基础上与我公司建立业务关系。2.Wearedesirousof获得你方最近可供出口的商品目录本。3.Asyouknow,许多外国商人渴望和我们进行贸易4.Weareappreciativeof你公司愿望到广交会来谈判业务。5.Wehopeyoucanprovideuswith中国天津制造的足球20个。CompletethefollowingsentencesinEnglishExercise1.WearegiventounderstandthatYouintendtoestablishbusinessrelationswithusonthebasisofequalityandmutualbenefit.2.WearedesirousofObtainingyourlatestcatalogueofgoodsnowavailableforexport.3.Asyouknow,Manyforeignmerchantsaredesirousoftradingwithus.4.WeareappreciativeofYourwillingnesstonegotiatebusinessinGuangzhouFair.5.Wehopeyoucanprovideuswith20photosoffootballsmadeinTianjing,China.TheKey杭州永生公司一直从事填充玩具批发零售业务，现由于经营方面的变化，本公司在销售方面的政策也发生了变化。本公司欲与美国休斯顿外贸出口公司建立业务关系，也愿意以收取佣金为条件充当出口方在中国的独家采购代理。填充玩具批发零售销售政策变化建立业务关系以收取佣金为条件充当独家采购代理Case5Keypoints1.stuffedtoy2.various3.avarietyof4.domesticmarket5.withregardto6.exclusiveagent填充玩具多种多样的多种多样国内市场关于独家代理UsefulExpressions1.Theysellstuffedtoystothehomemarket,buttheydon’texport.2.Pleaseletusknowifyouareinterestedinanyofourdesignedtoys.3.Wehavenothingtosaywithregardtoyourcreditstatus.UsefulSentences4.Wouldyouliketobetheexclusiveagentofourguntoysinyourregion?5.Wehaveavarietyofvinyltoysforyoutochoosefrom.6.Weawaithearingfromyousoon.UsefulSentencesHangzhouYongshengCo.,Ltd.158WulinRoad,Hangzhou310000,ChinaJanuary28,2007HoustonForeignTrade&ExportCo.,Ltd.ShellBuildingHouston77041U.S.A.DearSir,YournameandaddresshavebeenobtainedfromChinaChamberofCommerce,whichstatesthatyouLetterFiveLetterFiveareinterestedinformingimportandexportrelationsforvariouscommoditiesandproducts.Ifyouhavenotyetestablisheddefiniterelationshere,wewouldliketohaveyourconsideration.Ourfirmwasoriginallyestablishedasadistributorofstuffedtoysforthedomesticmarket,andchangeshavebeenmadeinthefirm’ssalespolicyrecently.LetterFiveThankstomanyyears’experienceinforeigntrade,weareinterestedinbuildingsuitableandlastingtradingrelationsallovertheworld.Ourlongdirectrelationswithmanufacturersallowustobethemostcompetitiveinmanylines,especiallythestuffedtoys.LetterFiveWelookforwardtoreceivingyouropinions,requirementsandsuggestionsaboutourfuturecooperationbasedonmutualbenefits.Inaddition,wearealsoinapositiontoactasyourexclusivepurchasingagentinChinaonacommissionbasis.Wenowawaityourearlyreplywithinterest.Yoursfaithfully,WangGuozhong1.chamberofcommerce:anassociationofbusinesspersonsandmerchantsforthepromotionofcommercialinterestsinthecommunity.商人或实业家为增加本社区商业利益而建立的协会商会Abbr.:C.ofC.pl.chambersofcommerce;NotestoLetterFive2.formimportandexportrelations建立进出口关系和某人建立业务关系的表达方式有：establishenterintobusinessrelationssetuptradeconnectionswithbuildNotestoLetterFive3.distributor：onethatmarketsorsellsmerchandise,especiallyawholesaler销售者,尤指批发商4.thanksto:astheresultof;owingto由于;多亏,因为e.g.:Thankstoyourhelpweweresuccessful.5.competitive:竞争性的，具有竞争力的e.g.:Ourfirmoffersyoucompetitiveprices.NotestoLetterFive6.beinapositionto:能够;有做...的机会e.g.:IregretIamnotinaposition(=amunable)tohelpyou.7.exclusiveagent:soleagent总代理商,独家代理人8.onacommissionbasis:以佣金为条件9.await:towaitfor等待e.g.:Iawaityourinstructions.NotestoLetterFiveWeareverymuchinterestedinimporting“Haier”brandrefrigeratorsfromyoursideandwouldbegladifyouwouldsendusyourcatalogues.WehavelearnedfromChinaCouncilforthePromotionofInternationalTradethatyouareinthemarketforChineseCottonPieceGoods.TranslatethefollowingintoChineseYourcompanyhasbeenintroducedtousbytheBankofChinaasaprospectivebuyerofelectronicproducts.Aswedealintheitems,weshallbepleasedtoestablishdirectbusinessrelationswithyou.Wesendyoubyairmailabrochureonthevariouskindsofbicyclesnowavailableforexport.Willyoukindlygiveusageneralideaofthemarketpriceoftextilesinyourcity?TranslatethefollowingintoChineseExerciseLetter-writingGuide1.Whatareyourobjectives?WritedownyourobjectivesinasimpleopeningsentencetoIndicatewhattheletterisaboutExpressyourdesireorinterestinhavingaconnectiontoopenupbusinessLetter-writingGuideYoucan:●refertopreviouscorrespondence,ifappropriatesetapositiveandfriendlytonemaketheletterbebrief2.Whoisyourreader?Thinkfromthepointofviewofyourreader.(“Youattitude”)Letter-writingGuideUsethelanguagethatyouthinkthereadercanunderstandclearly3.Whatkindofpresentation(陈述方式）shouldyouuse?Selecttheappropriateplannedpresentation,andtrytopleaseyourreader.WritealettertoDeman&Sonsat45CannonStreet,London,E.C.4,tellingthemthatyouwishtoenterintobusinessrelationswiththem,withthefollowingparticulars:IntroducedbyMr.A.G.TopworthofSwanson&Bros.,ofHamburg;Themainlineofyourbusinessisexportingchinaware;AskDeman&Sonstogiveyouthenameoftheirbank;Illustratedcatalogueandprice-listwillbeair-mailedagainsttheirspecificenquiries.HomeworkJanuary10,200..Messrs.Denman&Son45CannonStreetLondonE.C.4EnglandDearSirsWehaveyournameandaddressthroughtheintroductionofMr.A.G.TopworthofSwanson&Bros.,ofHamburg,whoisoneofouroldclients.Wewishtoinformyouthatwespecializeinexportingchinawareandshallbepleasedtoenterintobusinessrelationswithyou.Ifourabovedesirecoincideswithyours,pleaseletusknowandalsokeepusinformedofyourspecificenquiriessothatwecansendourillustratedcatalogueandpricelistforyourreferencewithoutdelay.Inthemeantime,weshallappreciateitverymuchifyouwillfurnishuswiththenameofyourbankpriortotheconclusionofaninitialtransactionbetweenus.Wearelookingforwardtoreceivingyourfirstenquiry.YourssincerelyChinaNationalImport&ExportCorp.ManagerTheKey